Duo Home in Springfield, Ohio.
(Photo courtesy of Duo Home)
There are certain pieces of accent furniture you must have on your selling floor if you want to be a successful retailer. A handful of independent retailers spoke to us about what is critical to their assortment and how those must-haves have changed in recent years.
Their list of must-haves varied, though a few key items came up repeatedly — drink tables, side tables, benches and ottomans.
“Drink tables and side tables are essential — they’re easy to incorporate and solve an immediate need,” said Kerith Flynn, owner of Margali & Flynn Designs in New York. “Benches and ottomans are also key, adding both function and softness. We complement these with a curated selection of accent chairs that feel unique and can stand alone as statement pieces.”
Her store is intentionally curated, she said, and she works with a mix of trusted vendors and artisan-driven lines. She carries brands such as Vanguard, Bernhardt, Belle Meade, Uttermost, Universal Furniture, Four Hands and Miles Talbott.
“Equally important for us is how these pieces are styled,” Flynn noted. “We always pair furniture with layered accessories — decorative objects, trays, books and lighting — so clients can visualize how everything works together in a real space.”
Kim Gettenberg, an interior designer and owner of Redefine Home in Atlanta, also singled out ottomans and benches as important to her assortment, and many of them have “character, depth and a story to tell.”
“From distinctive ottomans and handcrafted end tables to unique benches with bold, tactile finishes, each piece is thoughtfully selected to stand apart from the ordinary,” she said. “For a space that feels curated, it’s often the little pieces that make the biggest difference.”
Redefine Home’s collection of accent pieces evolves constantly to keep pace with design trends and changes in consumer behavior, Gettenberg said. “As lifestyles change and priorities adjust, so do the pieces we bring into our store, ensuring we have options that feel both inspiring and attainable.”
Swivel chairs and side tables have always been staples at Duo Home in Springfield, Ohio.
“And there needs to be enough on the floor of each to offer different options for the customer,” said Vicki Rulli, co-owner with her husband, Tom Heaphey.
“They are great pieces to sell as standalones to customers looking to finish a room,” she said.
The store carries brands such as Norwalk, American Leather, Conform, Ethnicraft, Thayer Coggin, Red Egg and Oly Studio. Rulli also mentioned gaps in her store’s assortment that needed to be filled.
“Despite their importance, we didn’t have a great offering of accent tables, so that is something we have been working on,” she said. Recliners weren’t a big item initially, but after getting requests for them, they started bringing them in, she said.
Key price points
There is no fixed price-point range for the retailers that spoke with Home Accents Today, though consumers are value-conscious, they said, and small items are popular.
“Smaller, high-impact pieces continue to perform very well,” said Flynn of Margali & Flynn Designs. “Sculptural side tables, upholstered benches and unique accent chairs are strong, but we’re also seeing consistent demand for accessories — decorative bowls, vases, candles and objects that can be easily layered into a space. Clients love being able to walk out with pieces that immediately make their home feel more finished.”
Gettenberg said customer spending depends on the customer’s goal. “If they’re looking for a quick refresh, they tend to gravitate toward accessories and smaller pieces that come in at a more accessible price point and have an easy way to update a space,” she said. “At the same time, there’s a growing awareness around value, with many customers choosing to invest more in quality pieces that are made to last. Rather than focusing solely on price, they’re balancing affordability with longevity, mixing lower-cost updates with more intentional, long-term purchases.”
For home furnishings manufacturer Eichholtz, the value proposition for “must have” comes into play, but not through a strict price definition.
“Pricewise, consumers are willing to invest when the perceived value is clear,” said Dennis Hendriks, managing director, Americas. “Quality
upholstery, strong frames and design longevity matter more than chasing entry-level price points.”
Hendriks said that Eichholtz is noting continued demand for “refined, comfortable silhouettes.”
“Sofas and seating that feel substantial but not oversized,” he said. “Neutrals remain dominant, but with more warmth: layered beiges, soft taupes, camel tones and textured fabrics rather than flat surfaces. Our new collection does also have more colors, as colors are the theme for our latest new collection launch.”
At Jennifer Furniture/Klaussner, CEO John Garg said that despite market challenges, upholstery offers numerous opportunities in the “must-have” consumer category.
“Based on current insights, consumer demand is strongest in upholstery, particularly fabric sectionals and power motion reclining,” said Garg. “Living room trends have shifted toward products that are versatile, functional and visually distinctive, as consumers seek solutions
that feel personalized rather than standard, and these consumers are willing to spend more money.
“In terms of price points, the most active buying range is approximately $1,000 to $2,500, with these consumers increasingly shopping online due to convenience and time constraints,” Garg said. “At the higher end, there is growing demand for custom furniture, where consumers expect tailored options in size, color, fabric, features and overall design. These customers value a higher level of service and customization.”
Shopping in High Point
The design attributes mentioned by manufacturers came into play as retailers shopped the recent High Point Market.
“I tend to design with more modern pieces, so I’m always looking for accent furniture that adds warmth through texture, organic elements and a natural feel,” said Gettenberg of Redefine Home. “With so much of our time spent indoors, bringing elements of the outside in helps create a sense of balance. Whether it’s through raw materials, soft textures or nature-inspired forms, these pieces add depth and make a space feel more grounded and connected.”
Rulli of Duo Home said she looked for more of those key accent furniture pieces, as well as lighting.
“We are looking for more accent tables and consoles, shelving, as well as table and floor lamps. Specifically, we are looking for products that offer the same modern lines we currently carry but with different materials and finishes than what is on our floor.”
— Cindy Hodnett contributed to this story
